2
APMP Foundation Certification Exam with accurate detailed
|| || || || || || ||
answers
Market Identification - ✔✔The ongoing activity that defines and qualifies target markets for
|| || || || || || || || || || || ||
pursuing business.
|| ||
Opportunity Plan - ✔✔A documented plan that is developed during the opportunity
|| || || || || || || || || || || ||
planning phase to identify actions and strategies to position your customer to be the
|| || || || || || || || || || || || || ||
customer's preferred bidder. || ||
Price-to-Win - ✔✔A process for analyzing competitive and customer data to identify how to
|| || || || || || || || || || || || || ||
package and price a winning offer to a customer.
|| || || || || || || ||
SWOT - ✔✔The analysis performed by organizations to address competitive positioning
|| || || || || || || || || || ||
and identify the outcomes needed to develop a compelling proposal response that wins the
|| || || || || || || || || || || || || ||
business. It emphasizes the internal environment.
|| || || || ||
Benefit - ✔✔Results from a feature of an offer that resolves a customer issue and
|| || || || || || || || || || || || || || ||
demonstrates the value the customer can achieve from resolving the issue.
|| || || || || || || || || ||
Clarification - ✔✔Communication to eliminate minor irregularities or apparent clerical
|| || || || || || || || || ||
mistakes in an RFP or in a proposal.
|| || || || || || ||
Compliance Matrix - ✔✔A list of specific customer requirements, often splitting complex,
|| || || || || || || || || || || ||
multi-part requirements into sub-requirements. It helps proposal managers and internal
|| || || || || || || || || ||
reviewers verify that the proposal meets all the requirements.
|| || || || || || || ||
Compliant versus Responsiveness - ✔✔Compliance is the act of meeting stated
|| || || || || || || || || || ||
requirements. Responsiveness goes beyond compliance and addresses customer goals,
|| || || || || || || || ||
,2
underlying concerns, and key issues and values that might not be spelled out in the
|| || || || || || || || || || || || || || ||
solicitation.
Customer Focus - ✔✔A customer-focused bid clearly addresses the problem the customer
|| || || || || || || || || || || ||
has agreed they are trying to solve and demonstrates how your solution meets their goals.
|| || || || || || || || || || || || || ||
Customer Issues - ✔✔Customer concerns that the offer will resolve. Issues may be the
|| || || || || || || || || || || || || ||
business outcomes the customer is trying to achieve.
|| || || || || || ||
Customer Requirements Feature - ✔✔The attributes and specifications of a product or
|| || || || || || || || || || || ||
service as determined by the customer.
|| || || || ||
Hot Buttons - ✔✔Singularly important issues or sets of issues that are likely to drive
|| || || || || || || || || || || || || || ||
decisions, usually associated with customer buying decisions. Hot button issues are items
|| || || || || || || || || || || ||
that the customer repeatedly discusses and often are problems with a system, software,
|| || || || || || || || || || || || ||
process, or resources inhibiting the success of the customer's organization.
|| || || || || || || || ||
Non-Compliant Bids - ✔✔A bid or proposal that does not meet the customer's || || || || || || || || || || || || ||
requirements.
Protest - ✔✔Written objection by an interested party to a solicitation, cancellation of a
|| || || || || || || || || || || || || ||
solicitation, contract award, or termination of a contract award.
|| || || || || || || ||
Reponse Matrix - ✔✔A derivative of the compliance matrix. It is a roadmap for evaluators,
|| || || || || || || || || || || || || || ||
pointing to specific proposal response for each compliance item. The matrix may also
|| || || || || || || || || || || || ||
contain a summary response. It identifies where in the proposal you have addressed each of
|| || || || || || || || || || || || || || ||
the solicitation requirements.
|| ||
Competitive Intelligence (CI) - ✔✔Objectively understanding the strengths, weaknesses,
|| || || || || || || || ||
and strategies of companies competing against your company for business. CI is a well-
|| || || || || || || || || || || || ||
, 2
defined business practice to understand the competitive forces and market dynamics that
|| || || || || || || || || || || ||
affect your company's viability and long-term profitability.
|| || || || || ||
Customer Intelligence - ✔✔An understanding of a customer's needs--spoken and
|| || || || || || || || || ||
unspoken--and the capabilities desired of a vendor/contractor to support requirements. It is || || || || || || || || || || || ||
a key element of the sales and opportunity development process that occurs well in advance
|| || || || || || || || || || || || || || ||
of responding to a bid or RFP.
|| || || || || ||
Executive Summary - ✔✔A short abstract of the main points of the offer aimed at the
|| || || || || || || || || || || || || || || ||
senior-level decision makers in the customer's organization. It is the section of a proposal
|| || || || || || || || || || || || || ||
that provides an overview of the offer and highlights the key selling points for customer
|| || || || || || || || || || || || || || ||
decision makers. ||
Account Plan - ✔✔A sales plan that is specific to one customer and covers multiple
|| || || || || || || || || || || || || || ||
opportunities with that customer. || || ||
Action Caption - ✔✔A short, informative statement associated with a graphic that provides
|| || || || || || || || || || || || ||
additional information to help the reader understand what the graphic means.
|| || || || || || || || || ||
Active/Passive Voice - ✔✔Sentences written in active voice have a clear subject and verb. || || || || || || || || || || || || || ||
They make it clear who does what. Passive-voice sentences are considered weaker because
|| || || || || || || || || || || || ||
the subject receives the action instead of performing it. Passive sentences usually contain a
|| || || || || || || || || || || || || ||
form of the verb "to be".
|| || || || ||
Advantage - ✔✔How, in the seller's opinion, a product or service may benefit the customer.
|| || || || || || || || || || || || || || ||
Advantages are potential benefits and are more powerful than features. || || || || || || || || ||
Aesthetics - ✔✔A set of principles regarding the nature and appreciation of beauty. The
|| || || || || || || || || || || || || ||
study of aesthetics increases the validity of many critical judgments concerning art.
|| || || || || || || || || || ||
APMP Foundation Certification Exam with accurate detailed
|| || || || || || ||
answers
Market Identification - ✔✔The ongoing activity that defines and qualifies target markets for
|| || || || || || || || || || || ||
pursuing business.
|| ||
Opportunity Plan - ✔✔A documented plan that is developed during the opportunity
|| || || || || || || || || || || ||
planning phase to identify actions and strategies to position your customer to be the
|| || || || || || || || || || || || || ||
customer's preferred bidder. || ||
Price-to-Win - ✔✔A process for analyzing competitive and customer data to identify how to
|| || || || || || || || || || || || || ||
package and price a winning offer to a customer.
|| || || || || || || ||
SWOT - ✔✔The analysis performed by organizations to address competitive positioning
|| || || || || || || || || || ||
and identify the outcomes needed to develop a compelling proposal response that wins the
|| || || || || || || || || || || || || ||
business. It emphasizes the internal environment.
|| || || || ||
Benefit - ✔✔Results from a feature of an offer that resolves a customer issue and
|| || || || || || || || || || || || || || ||
demonstrates the value the customer can achieve from resolving the issue.
|| || || || || || || || || ||
Clarification - ✔✔Communication to eliminate minor irregularities or apparent clerical
|| || || || || || || || || ||
mistakes in an RFP or in a proposal.
|| || || || || || ||
Compliance Matrix - ✔✔A list of specific customer requirements, often splitting complex,
|| || || || || || || || || || || ||
multi-part requirements into sub-requirements. It helps proposal managers and internal
|| || || || || || || || || ||
reviewers verify that the proposal meets all the requirements.
|| || || || || || || ||
Compliant versus Responsiveness - ✔✔Compliance is the act of meeting stated
|| || || || || || || || || || ||
requirements. Responsiveness goes beyond compliance and addresses customer goals,
|| || || || || || || || ||
,2
underlying concerns, and key issues and values that might not be spelled out in the
|| || || || || || || || || || || || || || ||
solicitation.
Customer Focus - ✔✔A customer-focused bid clearly addresses the problem the customer
|| || || || || || || || || || || ||
has agreed they are trying to solve and demonstrates how your solution meets their goals.
|| || || || || || || || || || || || || ||
Customer Issues - ✔✔Customer concerns that the offer will resolve. Issues may be the
|| || || || || || || || || || || || || ||
business outcomes the customer is trying to achieve.
|| || || || || || ||
Customer Requirements Feature - ✔✔The attributes and specifications of a product or
|| || || || || || || || || || || ||
service as determined by the customer.
|| || || || ||
Hot Buttons - ✔✔Singularly important issues or sets of issues that are likely to drive
|| || || || || || || || || || || || || || ||
decisions, usually associated with customer buying decisions. Hot button issues are items
|| || || || || || || || || || || ||
that the customer repeatedly discusses and often are problems with a system, software,
|| || || || || || || || || || || || ||
process, or resources inhibiting the success of the customer's organization.
|| || || || || || || || ||
Non-Compliant Bids - ✔✔A bid or proposal that does not meet the customer's || || || || || || || || || || || || ||
requirements.
Protest - ✔✔Written objection by an interested party to a solicitation, cancellation of a
|| || || || || || || || || || || || || ||
solicitation, contract award, or termination of a contract award.
|| || || || || || || ||
Reponse Matrix - ✔✔A derivative of the compliance matrix. It is a roadmap for evaluators,
|| || || || || || || || || || || || || || ||
pointing to specific proposal response for each compliance item. The matrix may also
|| || || || || || || || || || || || ||
contain a summary response. It identifies where in the proposal you have addressed each of
|| || || || || || || || || || || || || || ||
the solicitation requirements.
|| ||
Competitive Intelligence (CI) - ✔✔Objectively understanding the strengths, weaknesses,
|| || || || || || || || ||
and strategies of companies competing against your company for business. CI is a well-
|| || || || || || || || || || || || ||
, 2
defined business practice to understand the competitive forces and market dynamics that
|| || || || || || || || || || || ||
affect your company's viability and long-term profitability.
|| || || || || ||
Customer Intelligence - ✔✔An understanding of a customer's needs--spoken and
|| || || || || || || || || ||
unspoken--and the capabilities desired of a vendor/contractor to support requirements. It is || || || || || || || || || || || ||
a key element of the sales and opportunity development process that occurs well in advance
|| || || || || || || || || || || || || || ||
of responding to a bid or RFP.
|| || || || || ||
Executive Summary - ✔✔A short abstract of the main points of the offer aimed at the
|| || || || || || || || || || || || || || || ||
senior-level decision makers in the customer's organization. It is the section of a proposal
|| || || || || || || || || || || || || ||
that provides an overview of the offer and highlights the key selling points for customer
|| || || || || || || || || || || || || || ||
decision makers. ||
Account Plan - ✔✔A sales plan that is specific to one customer and covers multiple
|| || || || || || || || || || || || || || ||
opportunities with that customer. || || ||
Action Caption - ✔✔A short, informative statement associated with a graphic that provides
|| || || || || || || || || || || || ||
additional information to help the reader understand what the graphic means.
|| || || || || || || || || ||
Active/Passive Voice - ✔✔Sentences written in active voice have a clear subject and verb. || || || || || || || || || || || || || ||
They make it clear who does what. Passive-voice sentences are considered weaker because
|| || || || || || || || || || || || ||
the subject receives the action instead of performing it. Passive sentences usually contain a
|| || || || || || || || || || || || || ||
form of the verb "to be".
|| || || || ||
Advantage - ✔✔How, in the seller's opinion, a product or service may benefit the customer.
|| || || || || || || || || || || || || || ||
Advantages are potential benefits and are more powerful than features. || || || || || || || || ||
Aesthetics - ✔✔A set of principles regarding the nature and appreciation of beauty. The
|| || || || || || || || || || || || || ||
study of aesthetics increases the validity of many critical judgments concerning art.
|| || || || || || || || || || ||
